1. A Proposal to Increase Annuitization of 401(k) Wealth Using Automatic Features William G. Gale Brookings/Retirement Security Project American Academy Actuaries – Summer Summit July 14, 2014

2. Source 2008 Paper with several co-authors – http://www.brookings.edu/research/papers/2008/06/ann uities-gale http://www.brookings.edu/research/papers/2008/06/ann uities-gale – William Gale (Brookings/RSP) – Mark Iwry (then RSP, now Treasury) – David John (then Heritage, now AARP) – Lina Walker (then RSP, now AARP) That paper and this presentation represent the views of the authors, not any of the organizations with which they are or were affiliated

3. Increasing need for annuitization People reaching retirement with more cash balances, as the shift from DB to DC continues and the DC system reaches full maturity Lifespan continues to increase, making the prospect of running out of funds more salient But annuitization rates are low – The industry is growing and evolving, but is still far from full saturation

4. Barriers to Market Expansion Demand-side issues – Many people are substantially annuitized by SS and Medicare, don’t need more – Adverse selection raises annuity prices the return quite low (especially now) – Consumers often have no experience converting large cash balances to annual flows and asking them to do it all at once on a permanent basis makes them leery – Several consumer biases work against annuitization Big/Small Problem (managing cash balances) “Hit by a bus” Problem People don’t trust insurance companies Annuities often packaged as safe, low-return investment, rather than consumption stabilization tool Supply side issues – Brokers often do not like to sell annuities, since it eliminates the possibility of churning investment (and generating commissions)

5. One Approach to Raise Participation Leverage automatic features, which have been shown to be powerful in other contexts – Automatic enrollment has raised enrollment – Automatic escalation has raised contributions – Automatic investment has helped people avoid some of the worst situations (e.g., putting it all in company stock)

6. Two concerns with Automatic Features People tend to stick where they hit – so need to choose the default carefully Automatic, permanent annuitization would be a really bad idea – Annuitization needs vary significantly – Costs of getting a permanent annuitization wrong are large

7. Our Proposal Automatically default 401(k) holders into an annuity that is – Partial -- Covers a certain % of their balance (say 50% or75%) – Temporary -- Goes for two-years At the end of two-years, they can opt in or out

8. The basic motivation Encourage people to try annuities – Most people have no experience converting large cash balances to annual flows (gets over big/small problem) …In a way that respects their option to choose and recognizes heterogeneity in demand,..Without locking them in forever …and has a large enough pool of retirees to get over the adverse selection problem

9. Conclusion We want to reframe retirement income choices Provide people with information and experience dealing with periodic retirement payments before asking them to commit to the long-term Set a focal point by using automatic features